Principal Solution Engineer – Observe AI

Based in the UK, this Principal Sales Engineer is a critical, highly‑visible role within our organization, serving as the primary technical resource for our Sales team. You will be responsible for driving the technical closure of sales opportunities by demonstrating the value of Observe to prospective customers. This role requires a blend of deep technical knowledge, strong presentation skills, and a customer‑focused approach.

KEY RESPONSIBILITIES

• Technical Discovery and Presentation: Conduct in‑depth technical discovery sessions with prospects to understand their current environment, challenges, and specific observability requirements. Tailor and deliver compelling product demonstrations and technical presentations that showcase how our solution addresses their needs.
• Proof of Concepts (POCs): Design, scope, and manage technical evaluations and Proof of Concepts, ensuring the successful setup and demonstration of value within the customer’s environment. Document findings and present clear, persuasive results back to the customer.
• Sales Team Support: Partner closely with Account Executives to develop and execute technical sales strategies. Act as the technical subject matter expert throughout the sales cycle, from initial contact to final contract.
• Feedback and Product Collaboration: Serve as the voice of the customer to the Product Management and Engineering teams, providing crucial feedback on product capabilities, market needs, and competitive landscape.
• Content and Training: Develop and maintain technical sales collateral, including demo environments, presentations, and best practice guides. Deliver technical training to the broader Sales organization.
• Travel: Ability to travel to client sites and industry events as required.

QUALIFICATIONS

Required

• Bachelor’s degree in Computer Science, Engineering, or a related field, or equivalent practical experience.
• 8+ years of experience as a Sales Engineer or Solutions Architect in the software industry.
• Deep technical understanding and practical experience with modern Observability concepts (metrics, logging, tracing) and tools (e.g., Prometheus, OpenTelemetry, Grafana, ELK Stack).
• Familiarity with cloud‑native technologies (Kubernetes, Docker, Microservices) and major cloud platforms (AWS, Azure, GCP).
• Strong verbal and written communication skills, with the ability to articulate complex technical concepts to both technical and non‑technical audiences.

Preferred

• Experience selling to Developer, DevOps, and Site Reliability Engineering (SRE) personas.
• Prior experience in a fast‑paced, high‑growth Observability or Application Performance Monitoring (APM) company.

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